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HANDOUTS Perspectives_Q4_Nov2015_MH competitive landscape

internal seminar on current industry topic
by

Michelle Rosowsky

on 1 August 2016

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Transcript of HANDOUTS Perspectives_Q4_Nov2015_MH competitive landscape

Leslie Arcana, Director of Consulting Services at HUB Int'l Gulf South, Metairie, LA
Russell Berman, Executive Vice President at Hayes Companies, Minneapolis, MN
Greg Howe, Wellness Manager at Lincoln Industries, Lincoln, NE
Franck Labiche, HR Director at Laitram, Harahan, LA
Leonard Martin, City Manager of Carrollton, TX
Catherine Hamilton, VP of Strategic Planning at BCBS of VT, Berlin, VT
Perspectives
Wednesday, November 18, 2015
Michelle Rosowsky, with Tracey, Jay, Eric, Jeff
INTERNAL USE ONLY
The Competitive Landscape

Sources of market info
target market problem statement
possible
solutions

onsite
medical vendors
About Marathon Health
win/loss data
sales
perspective
Full-time health center
Contracts $450,000-1.5mil/yr
Registered in geographic region
Pre-existing broker/customer
relationship
How can I keep my employees healthy and get the most from my benefit $?
Cultural match
Benefit redesign
Cost shifting
HSA's
Private exchanges
Network
optimization
Health risk screenings
(HRA, biometrics)
Fitness challenges
Healthy cafeteria food
Ergonomic redesigns
Lunch & learns
Onsite massage, yoga
Health & wellness engagement platforms
mHealth

Telemedicine
Wellness initiatives
Incentives, challenges, gamification...
Chip Rewards
Redbrick
Bravo Wellness
Limeade
StayWell
Welltok
Viverae
Vitality
Onsite health center
...or do nothing
MDLive
American Well
Teledoc
Docs on Demand
Virgin Pulse
Healthways
Self-managed (23%)
Local/regional provider group or health system (18%)
Outsourced to vendor (64%)
"Achieving High Performance Employee Plans with Onsite Health Centers", Towers Watson, 2015
Local hospital system
Staffing (known providers; easy to backfill; part-time)
Brand recognition
Integration with local providers
Community relationships
Same model, just closer
Self-referrals (conflict of interest)
Not core business
MH internal -- sales, marketing, project management, Ambassadors
Interviews -- Advisory Network, Larry Borress (NAWHC), Robert Birdwell (Hays Company)
Customers, especially those who have had other vendors
Industry organizations, e.g.:
NAWHC, National Association of Worksite Health Centers
National Business Coalition on Health (and MBGH)
NEEBC, New England Employee Benefits Council -- seminars (Boston)
IBI, Integrated Benefits Council -- research, tools, benchmarking on health & productivity
IHC, The Institute for Healthcare Consumerism -- radio program; innovative health & benefit management
Web resources--articles, webinars:
Fiercehealthcare (and related) -- email lists
The LaPenna Group, Inc.
onsiteclinics.org -- forum for worksite health
PwC Health Industries (PricewaterhouseCoopers)
Competitor proposals -- open records request for public org's
LinkedIn
Google alerts
(TakeCare/CHS)
Carriers (Cigna, United)
Data proficiency
Lots of capital
Not core business
Exit barriers
Trust issues
...Brand awareness?
Reporting
National, experienced, focus on
population health
Mid-size employers; mostly single-employer clinics; mid-level model; proprietary EMR; fixed-fee pricing
2014
Wins by
Vendor
(39 RFPs)
Includes: Premise Health, InHouse Physicians, Crossover Health, Concentra, Cerner, H2U, Vera Whole Health, OurHealth,
Gundersen, Wellness For Life,
Local physician group
Those who know us say:
"A rising tide lifts all boats."
Jeff
Tim
Bob
Paul
Eric
(and
many
others)

Value-based referral system
HIE integration
MD model
Care navigators
Subscription basis
24/7 access
"Medical neighborhoods"
Will develop value networks
"No company
too small"
Hospital-anchored (HCA); near-site
Occ health strength
Selling Marathon Health
Q&A
ADVISORY NETWORK MEMBERS
* Best chance of winning: * Successful partnernships:
{
RFP "ideal
fit"
Self insured, 800+ employees, putting people first
Commitment
Level
Corporate health suites
Wearables, monitors, etc
Source: Great Point Partners, LLC (based on Mercer & Towers Watson reports), 2015
Top Reasons: 1) enhance employee productivity 2) reduce medical cost 3) improve employee access to healthcare
15 yr anniv.
Full transcript